Account Executive

Account Executive - Telecommunications Industry (Telco)

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Drive strategic growth for SUSE by managing a portfolio of key accounts within the Telecommunications industry (Telco). The Account Executive is responsible for identifying and capitalizing on new business opportunities with telecom operators and network equipment providers (NEPs), deepening customer relationships, and aligning SUSE’s comprehensive value proposition with their strategic objectives. The role requires strategic thinking to address challenges like core computing optimization, network modernization, 5G deployment, and edge computing. You will collaborate with cross-functional teams to deliver high-value solutions that enhance customer success, drive market share, and support the transition to software-defined, cloud-native network infrastructures. Success is measured by revenue growth, customer satisfaction, and the ability to navigate large-scale, complex Telco account dynamics.

• Establish and enhance strong relationships with key stakeholders, including CXO-level executives and leaders in Network, IT, and Engineering departments. Build relationships with the Economic Buyer, Technical Buyer, Coach, and Executive Buyer (Champion) within each account.
• Apply consultative-selling techniques to understand a Telco\'s goals, challenges, and ambitions related to NFV, cloud-native architecture, 5G/6G roadmaps, and service innovation. Serve as a trusted advisor by aligning SUSE\'s offerings with client needs and curating a precise mix of products, services, and solutions.
• Proactively pursue professional development, focusing on growing as a Sales professional and deepening expertise in the SUSE value proposition for the Telco market.
• Identify and capitalize on upselling and cross-selling opportunities by leveraging customer knowledge and understanding of the competitive Telco technology landscape.
• Monitor market trends such as Open RAN, network disaggregation, automation, and competitor activities to refine sales strategies.
• Maintain CRM hygiene by updating activity, opportunities, and deals to manage the sales pipeline, provide accurate forecasts, and track performance.
• Serve as the primary point of contact for customers, managing the sales process from initial contact through negotiation and closing of complex deals, and handover to Customer Success for implementation and post-sale support.
• Partner with the SUSE Telco ecosystem, including NEPs, SIs, and ISVs, to enhance and bundle offerings and extend opportunities.
• Collaborate on Account Plans with Pre-Sales, Inside Sales, Partner Ecosystem, and Specialist Sales teams to deliver comprehensive solutions and drive traction within target accounts.
• Identify and prioritize key accounts with strong potential for adopting SUSE products and solutions for core, edge, and RAN environments, setting milestones to maximize opportunities.

• Proven experience in enterprise software sales and account management, with a track record of meeting or exceeding targets in the Telecommunications industry or selling complex technology to telecom operators.
• Strong knowledge of the Telco landscape and transformation topics, including NFV, CNFs, 5G/Edge computing, OSS/BSS modernization, and network automation.
• Familiarity with enterprise software, including carrier-grade Linux, Hybrid Cloud, Kubernetes, Edge, AI, and Security.
• Excellent verbal and written communication skills, with the ability to influence senior stakeholders and present complex technical solutions clearly.
• Analytical skills to understand Telco market trends and regulatory landscapes, applying insights to sales strategies.
• Strong problem-solving skills for network performance, operational efficiency, and new service creation.
• Proven ability to work cross-functionally with internal teams and external partners (NEPs, SIs, ISVs).
• Experience with CRM tools (e.g., Salesforce, Clari) to manage pipelines and forecast sales.
• Ability to apply enterprise sales methodologies (e.g., MEDDPICC, Challenger). Industry certifications in sales or telecommunications are a plus.
• Understanding of Open Source principles and their importance in Telco (e.g., LF Networking, O-RAN Alliance).

We empower you to be bold and drive your career to create the future you want. We celebrate and reward your achievements. SUSE is a dynamic environment that evolves rapidly, requiring agility, entrepreneurship, and an open mind. This is a compelling opportunity to join as we scale and prosper. If you’re a big thinker obsessed with execution and thrive in a dynamic environment, you can tangibly create a lasting legacy by applying now. We foster a global, open community where everyone is welcome and has a voice, regardless of age, gender, race, nationality, disability, sexual orientation, religion, or other characteristics.

Sounds like the right fit for you? Click Apply to submit your resume. A recruiter will contact you if your skills match current or future positions. Stay updated on SUSE news and vacancies by joining our Talent Community.

SUSE Values

• Choice
• Innovation
• Trust
• Community

• Mid-Senior level

• Full-time

• Sales and Business Development
• Industries: Software Development